Strategic Channel Manager | India | Remote

About the Position

Grafana Labs is the company behind Grafana Cloud, the fully managed observability platform trusted by more than 10,000 organizations to ensure reliability, resolve incidents faster, and optimize telemetry at scale. We are a 100% remote company with team members across 40+ countries, backed by leading investors. Learn more at grafana.com and follow us on LinkedIn and X.

We’re scaling fast and staying true to what makes us different: an open-source legacy, a global collaborative culture, and a passion for meaningful work. Our team thrives in an innovation-driven environment where transparency, autonomy, and trust fuel everything we do.

We’re looking for a Strategic Channel Manager to develop, execute, and evolve our partner go-to-market strategy in India. You will work closely with Sales, Solution Engineering, Marketing, Operations, and the leadership team to align sales and go-to-market efforts with our product, technical, and sales development efforts. Your key task is to deliver immediate and future partner-sourced revenue growth, working primarily with Grafana's regional Systems Integrators and Value-Added Resellers.

Responsibilities

• Develop executive-level relationships with focus partners in India
• Own partner opportunity identification and deal acceleration to drive revenue targets
• Lead the identification, activation, and development of regional partners
• Develop partner capabilities, co-sell motions, and brand awareness initiatives
• Establish strong executive relationships to create partnership business plans
• Work with leadership to manage pipeline and revenue commitments
• Work across Grafana Labs on message alignment, operational coordination, and evangelism of the partner strategy and program

Requirements

• 7+ years of experience in channel sales or sales (selling with partners)
• Experience selling SaaS (open-source technology is a plus), and familiarity with BEPIC and MEDDPICC selling methodologies
• A demonstrated history of consistent goal achievement at high-growth startups
• A consultative sales approach, with the goal of keeping customer, partner, and community satisfaction exceptionally high
• Proven experience developing a high-performing channel strategy for SaaS vendors new to the India market

Bonus Points For

• Running low-touch deal cycles with partners independently of the direct sales team
• A demonstrated ability to increase partner-sourced revenue (NACV) contribution to India's overall revenue

Compensation & Rewards

In India, the OTE (On-Target Earnings) compensation range will apply for this role. Actual compensation may vary based on level, experience, and skillset as assessed throughout the interview process. All of our roles include Restricted Stock Units (RSUs), giving every team member ownership in Grafana Labs' success.

Why You’ll Thrive at Grafana Labs

• 100% Remote, Global Culture - As a remote-only company, we bring together talent from around the world, united by a culture of collaboration and shared purpose.
• Scaling Organization – Tackle meaningful work in a high-growth, ever-evolving environment.
• Transparent Communication – Expect open decision-making and regular company-wide updates.
• Innovation-Driven – Autonomy and support to ship great work and try new things.
• Open Source Roots – Built on community-driven values that shape how we work.
• Empowered Teams – High trust, low ego culture that values outcomes over optics.
• Career Growth Pathways – Defined opportunities to grow and develop your career.
• Approachable Leadership – Transparent execs who are involved, visible, and human.
• Passionate People – Join a team of smart, supportive folks who care deeply about what they do.
• In-Person onboarding - We want you to thrive from day 1 with your fellow new ‘Grafanistas’ to learn all about what we do and how we do it.
• Balance is Key - We operate a global annual leave policy of 30 days per annum. 3 days of your annual leave entitlement are reserved for Grafana Shutdown Days to allow the team to really disconnect.

Equal Opportunity Employer: Grafana Labs is an equal opportunities employer. We welcome applications from everyone regardless of race, colour, nationality, origin, caste, sex, gender reassignment identity or expression, sexual orientation, age, religion or belief, disability, veteran status, genetic information, pregnancy, maternity, marital, family or carer status, or any other characteristic which is protected by local law. We believe that equality and diversity build a strong organisation, and we work hard to ensure that is the foundation of our organisation as we grow.

Grafana Labs may utilize AI tools in its recruitment process to assist in matching information provided in CVs to job postings. The recruitment team will continue to review inbound CVs manually to identify alignment with current openings.